Senior Field Sales Manager, SaaS
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Job Description
Senior Field Sales Manager driving B2B sales of Wolters Kluwer’s tax-accounting research and SaaS solutions. Managing territories, pipelines, client growth, and strategic forecasts remotely.
Responsibilities:
- Drive profitable sales growth within assigned accounting firms or corporations in a geographic territory
- Develop expertise in Research & Advisory and Tax & Accounting products, including features, benefits, pricing, value propositions, and competitive positioning
- Apply the prescribed sales methodology to position products and services according to customer needs and business goals
- Maintain a healthy sales pipeline by organizing and prioritizing accounts, researching decision-makers, and updating Salesforce.com records
- Prospect proactively, schedule in-person meetings, attend industry events, and deliver group presentations
- Engage current clients to understand evolving needs and identify upselling or cross-selling opportunities
- Build customer relationships and deliver tailored consultative solutions
- Identify product gaps and collaborate with product teams to convert client feedback into actionable specifications
- Target competitive accounts and position Wolters Kluwer solutions as strategic answers
- Plan and schedule sales activities to maximize productivity and territory coverage
- Share insights, strategies, and market intelligence with colleagues and sales leadership
- Create and maintain an Annual Business Plan with pipeline forecasts, mid-year updates, weekly reports, and quarterly projections
- Report to the Divisional Sales Manager, Research & Advisory – Tax & Accounting North America
Requirements:
- Bachelor’s degree or equivalent relevant experience
- 3+ years of B2B sales experience, including formal sales training or internal WK sales experience
- Success developing and qualifying prospect lists
- Consistently meeting or exceeding sales quotas and performance goals
- Creating and executing business plans and accurate forecasts
- Applying a consultative sales approach
- Turning networking contacts into viable business opportunities
- Delivering effective product presentations virtually and occasionally in person
- Ability to work independently with minimal supervision
- Formal sales training (e.g., Challenger Sales or similar methodologies)
- Advanced written and verbal communication skills
- Strong attention to detail and ability to manage multiple high-priority tasks
- Comfort operating in a fast-paced, collaborative, and matrixed environment
- High level of professionalism, strong work ethic, and commitment to excellence
- Flexibility to work extended hours when needed
- Excellent facilitation and influencing skills
- Up to 10% travel in territory; minimal overnight travel
- 5+ years of B2B sales or account management experience, ideally with on-premise software, SaaS business applications, or information services (preferred experience)
- Experience navigating multi-divisional organizations and various sales channels (preferred)
- Prior sales experience in the Tax & Accounting industry (preferred)
- Familiarity with Tax and/or Accounting concepts and terminology (preferred)
Benefits:
- Commission eligibility
- Medical, Dental, & Vision Plans
- 401(k)
- FSA/HSA
- Commuter Benefits
- Tuition Assistance Plan
- Vacation and Sick Time
- Paid Parental Leave
- Remote work from a home office
- Minimal overnight travel (1–2 times per quarter)
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